Cash & Carry Management March 23

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Bigbusiness intentions

Twoitemsofnewsinthepast coupleofweekshaveparticularlycaughtmyattention: Bestway’sstakebuildingin Sainsbury’s(page7)andBidcorp’s acquisitionoftwoindependentwholesalerstostrengthenitsCaterfood BuyingGroup(pages12-13).

Bestway’sinitialpurchaseofa3.45% stakeinSainsbury’s,followedbyan increaseto4.47%,hasfuelledspeculationthatthewholesalerisplanningto takeoverthesupermarketgiant.This speculationhasbeenheightenedbya reportin TheTelegraph thatCostcutter’s founderColinGraveshadadvised Bestway’smanagingdirectorDawood Pervez“totakeSainsbury’sprivateand combinethetwogroups”.

AlthoughBestwaytooktheunusual stepoftellinginstitutionalshareholders tocontactaspecificbrokeriftheywish toselltheirsharesinthesupermarket group,itdeniedithadanyplansto makeanofferforSainsbury’s.

Industrycommentatorsbelievethat amoreimminentdevelopmentwould beBestway’sWellPharmacybusiness replacingSainsbury’scurrentpartner LloydsPharmacy,whichrecently announcedplanstocloseallofitsconcessionsinSainsbury’sstores.

InaturallyapproachedBestwayto findoutmore,butPervezdeclinedto commentfurther–eitheronBestway’s intentionsforSainsbury’soronits recentresults(page7).

MoreforthcomingabouthisbusinessintentionsisAndrewSelley,CEO ofBidcorpUK,whichrecentlyacquired ThomasRidleyFoodserviceandHarvest FineFoodsfortheCaterfoodBuying Group.

Hetold Cash&CarryManagement thatheislookingforadditionalwholesalerstoaddtothegroupinorderto providecompletecoverageinGB.

Eachofthebusinesseswithin CaterfoodBuyingGroupoperates autonomously,supportedbyBidcorp’s strategicandfinancialstrength,includingitssubstantialbuyingpower.

Selleyexplainedthat,withBidfood providinganationalserviceand Caterfoodmembersofferingamore localproposition,Bidcorp“canmeetthe needsofeverycustomer”.

Bidcorp’sstrategytodevelopthe CaterfoodBuyingGrouphasrepercussionsforthetraditionalbuyinggroups thatpreviouslybenefitedfromthe wholesalers’membership:inthecase ofHarvestFineFoodsandThomas Ridley,CountryRangeGroupisnow twomembersdown.

Alotofpeopleinthewholesale industrywillbewaitingwithbated breathtoseewhichindependentoperatorwillbesnappedupnext.Isuspectit won’tbelonguntilwefindout.

KirstiSharratt ManagingEditor

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Marwoodsuccessor

Bigger Kitchen Candyfor children

WorldofSweets has launchedanewchildren’s confectionerybrand.

CandyRealmshasbeen createdtoincorporatea rangeofpopularconfectioneryproductsincluding candycupsandsharebags.

Theaffordableselection istargetedatayoungeraudienceofsweetloverswith adventurousimaginations. Thecharacters–Realm Rulers,TheLLamacorn,Pearl &TheMermaids,Captain S.PaceandChompasaur–thatfeatureonthepackaging aredesignedtohelpthe productsstandoutinstore.

Solesupply agreement

QCatering hassecureda solesupplyagreementwith IndependentCateringManagement(ICM),after15 yearsofsharingthebusiness withBrakes.

ICMisoneoftheleading schoolmealprovidersinthe SouthEastofEngland.

Foundedin1996,ICMtoday caterstoover90schoolsin Kent,SurreyandSussex, cookingtensofthousandsof mealsaday.

Inothernews,QCatering haslaunchedanewdedicatedtelesalesservice, allowingcustomerstoplace anorderupto10pmfor next-daydelivery.

AFBlakemore&Son has appointedCarolWelchas chiefexecutive.

Shewilljointhebusiness inApril,succeedingJerry Marwoodwhoisleavingto focusmoretimeonhisnonexecutivedirectorshipsand consultancyroles.

Welch(right)iscurrently managingdirectorUK& IrelandandcommercialofficerEuropeatOdeon CinemasGroup.Shehas alsoheldpositionsatCosta Coffee,AssociatedBritish Foods,Cadbury-Schweppes, andPepsiCo.

Welchcommented:“AF Blakemoreisafantasticbusinesswithadeepunderstandingofretail,wholesale andfoodserviceandan enviablevalues-ledculture, fuelledbymorethan7,000 colleaguesandpartnerswho arepassionateaboutdeliveringgreatfoodanddrink solutions.”

ChairmanPeterBlakemoresaid:“Caroljoining

seestheculminationofour CEOsuccessionplanfollowingJerry’sdecisiontoleave thebusinessattheendof thisfinancialyear.Jerryhas doneanoutstandingjob overthelast11years.”

Marwoodadded:“I’ve hadafabuloustimeatAFB andhadtheprivilegeof workingwithanoutstanding groupofpeople.Together wehaveproventhataprivately-ownedfamilybusinesscansucceedinoneof themostcompetitivemarketsintheUKandstill upholdcorevaluesthat makeusallproudtobepart oftheteam.”

FreshDirect –partofSysco SpecialityGroup–has invested£2millionatits BicestersitetoscaleupproductionforitsFreshKitchen brand.

FreshKitchenproducesa comprehensiverangeof sauces,pickles,slaws,marinades,relishesanddesserts forthefoodserviceindustry andhasreportedafourfold riseinproductionoverthe pastthreeyears.

Asaresult,ithasincreased thesizeofitsmanufacturing facilityby20%toallowfor extraovens,blastchillersand otherequipment.Ithasalso recruitedtwomoredevelopmentschefsandaproduct developmentexecutive.

NominationsinvitedbyFWD

The FWD haslauncheda newsetofawardsforpeople whoaredevelopingtheir skillsthroughapprenticeships,trainingoracademic studywiththesupportof theiremployer.

TheWholesaleStars (Skills,TrainingandApprenticeship)AwardswillbepresentedattheHouseof Commonson18April(35pm)andallFWDmembers areinvitedtoattend.

FWDmembersare encouragedtoselectupto fivemembersoftheirteam whohavetakenontraining andcareerdevelopment coursesinthepasttwo years.Theseawardsarenot

competitiveandentriesare notjudged–allthenomineeswillbeinvitedtothe HouseofCommonsto receivetheirawardsandto meetministersandMPs.

Oneoftheaimsoftheinitiativeistodemonstratethat wholesalersarevitalemployersandarecommittedto upskillingtheworkforce.

EnlistingthehelpofMPsto

ensurethattheGovernment recognisesandsupportsthis effortandinvestmentisa vitalpartoftheFWD’s engagementstrategy.

FWDdirectorofcommunicationsDavidVisicksaid: “Wehaveanenormousnumberofpeopleinallkindsof roleswithinwholesalewho arebuildingtheirskills throughexternalandinternal traininganddevelopment.

“Theiremployersback theminthisbecauseweall needthoseskillsinoursector.Boththeindividualsand thecompaniesdeserve recognition,andthat’swhat theWholesaleStarsisall about.”

PositiveresultsandSainsburystake

BestwayWholesale sawan 11%riseinturnoverto£2.94 billionintheyearended30 June2022,whileprofit beforetaxincreasedby90% to£70.8million.

“Theincreaseinrevenue wasdrivenbythefull-year impactoftheacquisitionof Costcutter,aswellasunderlyinglike-for-likesales growthdrivenbyinflation alongsideincreaseddemand inindependentconvenience retail,duetocustomers choosingtoshopmore local,”saidgroupchiefexecutiveZameerChoudrey.

“Theincreaseinprofitabilityhasbeendrivenby thefull-yearimpactofthe acquisitionofCostcutterand thedeliveryofassociated scalebenefits.Theincrease inprofithasalsobeendriven byimprovedmarginrates

duetocontinuousreviewof thebusiness’spricingand promotionalstrategy.

“Thebusinesshasalso benefitedfromoperational efficienciesthroughreorganisingdeliveryprocessesand restructuringback-office operations.”

Choudreycontinued: “Themarketconditionsin thewholesalesectorremain challenging,withsupply

chainandstaffavailability issuespersistingandwith theUKmarketenteringintoa highinflationenvironment.

“Despitethesechallenges,BestwayWholesale hasremainedcommittedto itsstrategicplanofoffering improvedserviceandconveniencetocustomers.”

Lookingahead,Choudrey added:“Thewholesalebusinesswillcontinuetofocus ongrowingshareinacompetitivemarketbyleveraging itsscaleinfrastructure.The businesswillalsobefocused ondeliveringoperationalefficienciesandonproviding customerswiththebestprice andavailabilitytosupport end-customers,giventhe increaseinthecostofliving.”

Theresultswerepublishedasnewsbrokeof BestwayGrouppurchasinga

3.45%stakein Sainsbury’s. Afewdayslater,Bestway increaseditsstaketo4.47%.

AlthoughBestwaysaid thatitisnotconsideringan offerforSainsbury’s,ittook theunusualstepoftelling institutionalshareholdersin Sainsbury’swhoareinterestedinsellingtheirshares tocontactthebroker Redburn.

Thereisspeculationthat Bestwaymaybelookingfor its WellPharmacy business toreplaceSainsbury’scurrentpartnerLloydsPharmacy.Thelatterhasrecently announcedplanstocloseall 237ofitsconcessionsin Sainsbury’ssupermarkets.

Investmentincapitalandseniormanagement

ApplebyWestward, the SPARretailerandwholesaler intheSouthWest,has announceda£10millionpluscapitalinvestmentprogramme.

Scheduledtogetunderwaythisyearisan£8.5millionprojectatthecompany’s HQinSaltash,Cornwall.

“Awarehouseextension willbebuiltonthelandwe ownadjacenttoourcurrent warehousebuildings,”said managingdirectorMike Boardman.“Inaddition,we willbeimprovingon-sitecar parking,redesigningand refittingtheofficefacilities andmodernisingtheexisting warehousebuildings.”

Amongnewwarehousing facilitieswillbeachilled crossdeck,enablingthe companytoprovidemultitemperaturedeliveriesfrom

itsSaltashsiteandthe GregoryDistributionfacility atCullompton.

Inaddition,a£1.6million programmetoinvestinthe developmentofthe140strongcompany-owned storesestatewillrun throughouttheyear.Theaim istoimprovethefabricof storesforbothcustomers andstorestaff,ensuring back-of-housefacilitiesare upgradedandredecorated.

ApplebyWestwardhas alsosetaside£500,000for co-investmentstoredevelopmentprogrammesforits independentSPARretailers andistargetingtherecruitmentof35storesthisyear.

“Theseprojectsdemonstrateourcontinuedsuccess andintentiontogrowthe businessoverthecoming years,”saidBoardman.

ApplebyWestwardhas alsocreatedanewdivisional

board.KelvinBeardsleyhas beenappointedoperations director,LucieColemanjoins asretaildirector,andDuncan Jelfsisthenewcommercial director.Existinggroup financedirectorJoeKeohane alsojoinsthenewboard.

Beardsleyhasseveral years’experiencedirecting operationsinthelogistics industry;Colemanwasformerlyretaildirectorat Jollyes–ThePetPeople, whichhas80stores;and Jelfswaspreviouslyheadof BargainBoozeandCo-op franchiseatBestway.

Boardmansaid:“This moveisdesignedto strengthentheseniormanagementstructuretoreflect boththerapidsalesgrowth withintheorganisationand theincreasingcomplexityof ouroperations.”

ZameerChoudrey:‘The marketremainschallenging.’

TheSaltashsitewillbenefitfroman£8.5milliondevelopment.

Partnership extended

Syscocompanies Fresh Direct and WildHarvest havejoined Brakes’ London depotinforminganewpartnershipwithemergency foodcharityCityHarvestto providesurplusfoodtovulnerablegroups.

Thepartnershipwillsee CityHarvestcollectfrom FreshDirectandWild Harvest’sDagenhamdepot twiceaweek,inadditionto weeklycollectionsfrom Brakes’siteinParkRoyal. FooddonatedbySyscoGB isexpectedtoprovideabout 200,000mealseveryyear.

Driverchallenge

Grantsfor goodcauses

Followingthesuccessofits £100,000CommunityCashbackSchemelastyear, SPAR isrepeatingtheprogramme thisyear,givinggrantsto localorganisationsand charities.

Alorrydriverwith James Hall&Co issettochallenge himselfagainstpeersfrom aroundtheworld.

SteveMetcalf(pictured) willtraveltoSwedenin Marchtoparticipateinthe firsteverSPARInternational DriveroftheYearcontest.

Metcalfgainedthefirstof hisHGVlicencesafterleavinghismanagerialposition inthecorporateworlda decadeago.Hehasbeen drivingHGVsfor10yearsfor JamesHall&Co,andhe

visitsYorkshire,Cumbria,the NorthMidlands,andstores aroundLancashireinatypicalworkingweek.

Metcalfsaid:“WhenIleft mydeskjob,Ineverthought thejourneywouldtakemeto whereIamtoday.Ihaveno regrets;Ihavelovedevery minuteofit.”

Inothernews,itisconfirmedthattheLancashire SchoolGameswillbesponsoredbySPARforthe17th yearrunningthroughitsassociationwithJamesHall&Co.

Shoppersfromallover theUKcanapplyforagrant foranorganisationorcharity theyfeeldeservesfunding. Applicationswillbeopen until15March2023.

Amountsupto£10,000 areavailable,andsuccessful applicantswillbevisitedand awardedtheirgrantbytheir localSPARrepresentative.

Thetop100shortlisted charitieswillthenhavethe chancetobeshowcased acrossSPARsocialchannels andwebsiteforamonth, givingthecharitiesvaluable exposureandamplifyingthe SPARCommunityCashback campaign.

SWAjoinscallforDRSgraceperiod

The ScottishWholesale Association(SWA) isoneof severaltradebodiescalling foran18-monthlegalgrace periodandtheoptiontoopt intotheDepositReturn Scheme(DRS)forthethousandsofsmallproducersin Scotland.

TheSWA,alongwiththe SocietyofIndependent Brewers,theWineandSpirit TradeAssociation,the ScotchWhiskyAssociation andScotlandFood&Drink, warnsthatwithouturgent changesbytheScottish Governmenttothescheme, manyproductswillnolonger beavailableinScotlandfrom 16Augustandpriceswill substantiallyincrease.

InanopenlettertoLorna

Slater,MinisterforGreen Skills,CircularEconomyand Biodiversity,thetrade groupshighlightthecontinuedlackofclarityonhowthe schemewillworkandthe actionthatsmallproducers needtotaketoprepare.They

alsocallforSlatertoamend therulesforonlinetakeback.

TheSWAhasalsobeen collaboratingwithother tradebodiestoexploreways toprotectwholesalersthat areimportersand/orproducersviaagraceperiod.SWA

chiefexecutiveColinSmith said:“Agraceperiodwill allowthemtoovercomethe significantchallengesthey stillfaceintryingtoget readytogolivewithDRS becausethereremainfundamentalunansweredquestionsonkeyissuessuchas VAT,price-markedpacks,IT systemrequirements,and whathappenstostockin bondedwarehouses.

“Inaddition,ourrequest forade-minimisonSKUs belowa50,000unitper annumthresholdwouldprotecttheavailabilityand choiceofawiderangeof uniqueorlimitedlow-volumeSKUsthatmanywholesalersandtheircustomers stock.”

ColinSmithdiscussesDRSwithFirstMinisterNicolaSturgeon.

Divisionaldirector

KitwaveGroup hasrecruited LucieMilburn(below)asthe newdivisionaloperations directorofitsfrozen&chilled division.

Newfleetdesigns

mostrecentlysupplyfinance director.

Kitwave’schiefoperating officerBenMaxtedcommented:“Lucie’sextensive experiencewilladdconsiderablevaluetothefrozen& chilleddivisionaswecontinuetodriveorganicgrowth.

“Asthegrouppursues furtheracquisitions,Lucie’s rolewillalsobepivotalinthe successfulintegrationofnew businessesandthedelivery ofoperationalefficiencies.”

Kitwave’sfrozen&chilled divisioncomprisestwobusinesses:EdenFarmand CentralSupplies.Together theycovernineUKdepot locations.

Milburnhasmorethan17 yearsofexperiencewithin supplychainoperationsand financeatDiageo,andwas

Reduced charges

SugroUK isofferingits wholesalemembersthe chancetoreducecostlycard transactionchargeswitha newopenbankingservice.

Thebuyinggrouphas agreedadealwithb2b.store torolloutB2BOpenBanking.

B2BOpenBankingallows wholesalerstoacceptpaymentbybanktransfer–a secure,fastandconvenient methodthatcostslessthan credit/debitcardtransactions.

Thereisalsoacashflow benefit:moneyispaidintoa bankaccountalmostimmediatelycomparedtothetwo orthreedaysforcardpaymentstoclear.

“Openbankingtechnologyhasthepotentialtobea gamechanger,”saidSugro’s headofcommercial&marketingYuliaPetitt.

Inaddition,Kitwavehas appointedTeresaOctavioas non-executivedirector.

Octaviohasheldanumberofexecutiverolesat globalbusinesses,including KantarConsulting,Diageo andProcter&Gamble.She hasalsobeenanindependentadvisorforseveralboard andexecutive-levelmanagers.

Bidfood hasaddedfournew designsoflandscapestoits fleettocelebrateovera decadesincetheoriginal designsfirsthittheroads.

Acompetitionwas launchedamongemployees andtherewerenearly100 entries.

Thefourdesigns–an underwater-scape,tropical paradise,sunriseoverafarm andwintercastlescene–weresenttoprofessional

Firewalkfundraiser

Morethan40colleagues from CJLang&Son have takenpartinafirewalkatthe company’sDundeedepotto raisefundsforSPAR’snational charitypartnerMarieCurie.

The40peoplefromall areasofCJLang’sbusiness–distribution,logistics,warehouse,headofficeandSPAR

Scotlandstores–havesofar raised£4,000inonlineand offlinedonationsbywalking

acrossthehotembers.

PaulaMiddleton,marketingmanagerofCJLang, said:“Thefirewalkwasan excitingopportunitytonot onlychallengeourselves personallyandtickitoffour bucketlists,buttoraise fundsforMarieCurie.”

Inothernews,CJLang hasselectedRELEXtoautomateandoptimiseitssupply chainprocessesacrossits retailandwholesalebusiness.

RELEXwilldeliverintegratedstoreandDCforecastingandreplenishment, aswellasimprovedallocationsandpromotionalforecastingforCJLang’scompany-ownedstoresanddistributioncentre.RELEXis alsotaskedwithdrivingbetterorderaccuracy,sharingof forecaststosuppliers,and freshassortmentoptimisation.

foodartists,whophysically builtthedesignsusingproductsandingredientsordered viaBidfoodDirect.

Thewinnerswere:businessmanagerAlanGaunt andhiswifeJane;MaggiemayBull,aged8,daughterof telesales&customerservicesmanagerAshleyBull; telesalesexecutiveDenise Cavey;andemployee& engagementmanagerBen FisherandhiswifeLiz.

Suitable forvegans

CountryRangeGroup has revampedtherecipeforits DeepDishBramleyApplePie sothatitisnowsuitablefor vegans.

MadeusingIrishBramley applesandveganpastryproducedfromorganicflour milledintheCotswolds,the dessertispre-portionedinto 14slicesandcomesinboxes oftwo.

Returnto SugroUK

ShrutiSenapatihasrejoined SugroUK asabusiness developmentmanager.

Senapati(below)returns totheorganisationfrom MullerPropertyGroup, whereshe spent17 monthsas marketing manager. Beforethat shelooked afterthe marketing forSugro fornearlythreeyears.

SugroUK’sheadofcommercial&marketingYulia Petittsaid:“Itisfantasticto haveShrutibackintheteam. Shrutihasanextensive knowledgeofthewholesale industryandisverypassionateaboutthegroupandits members’success.Iamconfidentthatshewillbeagreat assetforthebusiness.”

SuchaSingh

SuchaSingh,formerowner of ThamesCash&Carry and afoundingmemberofthe Today’sGroup,hasdied.

Singh,71,passedaway suddenlyon1February.

Hehadretiredfromthe wholesaleindustryfour yearsagotospendtimeon hisotherbusinessinterests andtobewithhisfamily.

“Suchawillberememberedasasoftlyspoken, truegentlemanwhowillbe sadlymissedbythemany thatknewhiminthewholesaletrade,”saidaUnitas spokesperson.

“Thethoughtsofthe Unitasteamandourwholesalemembershiparewith Sucha’sfamilyandfriends.”

Tributescameinfrom acrosstheindustry.Jason Stocker,wholesale&conveniencecontrolleratNestlé, said:“Verysadnews.Had somegoodtimeswithSucha intheoldToday’sGroup days,andwasoneofthefirst

buyinggroupmembersI wenttoinmyearlycareer.”

MohanKhurana,general manageratSunMark, added:“Suchsadnews,He wasawonderfulpersonand agoodfriend.RIP.”

SimonHannah,CEOof JWFilshill,said:“Suchawas awonderfulpersonbothpersonallyandprofessionally.A manoffewwordsbutwhen hespoke,peoplelistened.”

SimonGray,CEOof BoostDrinks,added:“Sucha taughtmanyofussomuch, andhiswholesalewisdom willstandthetestoftime.”

Inrecognitionofthecontributionthatsuppliershave madeoverthepastyear workinginpartnershipwith Bestway’s tradingteams, thecompanyrecentlyhelda ‘ThankYouLunch’atitsHQ.

Theeventincludedthe wholesaler’sinaugural‘Thank YouSupplierAwards’to recognisethebesttalentand risingstarsinthetrade.

Thewinnerswere:

a KeyAccountManager: StuartGriggs,Coca-Cola EuropacificPartners

a SpecialAchieversAward: CrispinNewborough,KP Snacks

a MarketingProfessional: AmyHallandKateFrenzel, bothDiageo

a NewcomeroftheYear:Joe Liquorish,NestléGrocery

a Data&InsightStar:Keir O’Sullivan,Heineken

a DigitalInnovator:Kevin Rhodes,PepsiCo.

Doncasterdepot NewConfexmember

Confex hasanewmember: AdamsFoodserviceTrading.

TheBradford-basedfamilyownedwholesalerhasa turnoverofmorethan£80 milliontoaddtotheConfex’s £3billioncombinedmember turnover.

LWCDrinks hasopeneda newpurpose-builtdistributiondepotinDoncaster,creating50jobs.

The£7millionprojecthas beencompletedona58,000 sqftsite.Fromthere,LWC willservecustomersin SouthandEastYorkshire, Lincolnshire,NottinghamshireandDerbyshire.

Thenewfacilityhousesa

warehousemanagement systemwithimprovedinventorymanagementandforecastingaccuracy,plusvoice recognitiontechnology.

Thefamily-owneddrinks wholesalerhasembarkedon expansionplans,withthe acquisitionofthreenew depots,includingDoncaster, andtherecruitmentof300 newemployeesinpastyear.

Establishedin1985, AdamsFoodservicehas grownfrombeingalocal grocerystoretooperating specialistfoodservicecash &carriesinBradford, Birmingham,Hull,Leeds, Liverpool,Nottingham, PrestonandSheffield.

Thebusinesshasitsown logisticsdivision,focusing ongivingacompletefoodservicelogisticssolution, makingitconvenientto

partnerwithAdams,accordingtoConfex.

OwnerSajadHussain said:“AdamsFoodserviceis acompanythatpridesitself onbuildinglong-lastingrelationshipswithourcustomersandsuppliers,and givingbacktotheregionsit operatesfrom.”

AdamsFoodserviceprovides“alltheessentialsthat afoodoutletorindependent wholesalermayrequire”. Itsrangeincludesfrozen, chilled,freshandambient food,aswellaspackaging andcleaningproducts.

Ontheacquisitiontrail

BidcorpisnotonlystrengtheningitsBidfooddepotnetwork,itisalsobuyingindependent foodservicewholesalersinordertogiveitsCaterfoodBuyingGroupnationalcoverage.

TheacquisitionsofThomas RidleyFoodserviceand HarvestFineFoodsalreadythis yearillustratethedeterminationofCaterfoodBuyingGroup–partof BidcorpUK–toofferanationalservice.

“Wearecurrentlyinastateofexpansionandaresearchingoutadditional businessestoaddtothegroupinthe NorthofEnglandandScotlandfor completecoverageinGreatBritain,” declaresthecompany’swebsite.

Atpresent,almosteverypartof EnglandandWalescanbeservicedbya CaterfoodBuyingGroupbusiness.

“AswedeveloptheCaterfoodfamily, wearefocusingongrowthinareas wherewehavetheopportunitytobuild onourexistingpresenceandreach, minimisingcompetitionandoverlap withinthegroupasfaraspossible,”said AndrewSelley,CEOofBidcorpUK.

“TheCaterfoodBuyingGroupis whollyfocusedonbuildingafamilyof successfulfoodservicewholesalebusinessesacrosstheUKthatoperate autonomously,inlinewithourdecentralisedbusinessmodel.Thesethriving, independentbusinesseshavetheirown

identityandoffers,butareunitedby theirpassionandcommitmenttodeliveringexcellentservicetotheircustomers,”saidSelley.

Thelatestacquisitionsmake Caterfood“oneofthemainbuying groupsservingthefoodservicewholesalesector,”heclaimed.

“Thisisalreadyshapinguptobean incrediblyexcitingyearforusasabusiness,”hecommented.“Afterbeing delightedtowelcomeHarvestFine FoodsintotheBidcorpfamily,itgives megreatpleasuretoextendthatsame warmwelcometotheteamatThomas RidleyFoodservice.

“ThomasRidleyisahighlyexperiencedandaccomplishedfoodservice supplier,andwillperfectlycomplement theCaterfoodBuyingGroup.Aswith theacquisitionoftheotherindependent businesseswithinthegroup,Thomas Ridleywillcontinueoperatingasan autonomousandindependentbusiness.

Country R ange Group loses two members

Bidcorp’sacquisitionsofHarvestFine FoodsandThomasRidleyFoodservice meanthatCountryRangeGrouphas losttwomembers.

asacomplimentthatpeopleare takingnoteofourmembers’values, businessesandsuccess.Itmeans we’redoingsomethingright.

WithitsheadofficeinBoston,Lincs, whereSouthLincsFoodserviceis based,theorganisationalsoincludes Caterfood(Paignton),Cimandis Foodservice(theChannelIslands),Elite FineFoods(Newhaven),HarvestFine Foods(Totton),NicolHughes Foodservice(Chester),andThomas RidleyFoodservice(BuryStEdmunds).

Eachofthecompanieswithinthe CaterfoodBuyingGroupoperatesasan autonomous,independentandstandalonebusiness,withitsownfullyoperationalsalesandcommercialinfrastructureandteams,businessplansand strategies.Bidcorpprovidestrategic, marketingandinsightssupportwhere appropriate,aswellasleveragingits scaletoenhancethewholesalers’buyingcapabilities.

CRGchiefexecutiveMartinWard commented:“We’vethoroughly enjoyedworkingwiththeteamat Harvestthispastsixyears.Wehave achievedsomefantasticsuccesses togetherandmadesomemagical memoriesalongtheway,evenduring someincrediblychallengingeconomictimes.WewishRichard Strongman,histeamandthebusiness allthebestinthefuture.”

OnthelossofThomasRidley Foodservice,headded:“Ourgroupis extremelycloseandit’salwaysa shamewhenweloseamember,especiallyoneaslongstandingasThomas

Ridley.WewishJustinandthewider ThomasRidleyteambestwishesfor thefuture.

“Acquisitionsarepartofbusiness and,althoughit’snotideal,wetakeit

“Thefactthatourmembers becomeattractivepropositionstothe takeovermerchantscomeswiththe territory.Ourjobistocontinueto supportandgrowtruefamily-owned, independentbusinesses.”

AndrewSelley:‘Thisisalreadyshaping uptobeanincrediblyexcitingyearfor usasabusiness.’

MartinWard:‘Ourmembersbecome attractivepropositions.’

Bidfoodistoopentwonewdepotsin 2023–andanotherin2024–aspartof awiderplantostrengthenitsexisting 24-strongdepotnetworkandoffer customersatrulylocalservice.

Thefirstofthenewsiteswillbein Glasgow.The90,000sqftsitewill covertheWestofScotlandandisset toopeninearlyspring.

ThesecondsiteisinBedfordshire andaimstocommencetradinginthe autumn.At160,000sqft,itwillbeone ofthecompany’slargestsitestodate anditwillenablethewholesalerto strengthenitsserviceacrosstheSouth EastofEngland.

Bothnewdepotshavebeendesigned withstate-of-the-artsystems,technology

andfittingstosupportBidfoodin reducingitscarbonfootprintandcontinuingtoworktowardsitstargetof greenerdepots.

MarkWood,chiefoperatingofficer atBidfood,said:“Thisisareallyexcitingtimeforthebusiness,aswecontinuetogrowourinfrastructureto strengthenoursupportforcustomers.

“Bothsiteswillenableustooperatefromahighqualityandmodern facilitywhichwillalleviatepressureon existingdepotsinScotlandandthe SouthEast,aswellasservethecommunitiesinwhichtheyoperateby providingjobstolocalpeople.”

Athirdadditionaldepot–inthe Midlands–hasalsobeencommissioned;however,thiswillnotbe activeuntil2024.

Bidfood’snetworkofdepotsacross theUKmeansthatthemajorityofits depotteamsarenomorethan80 milesawayfromtheircustomers.

“Welookforwardtoworkingalongsidethemtolearnfromtheirexpert teams,aswellassupportingthemfrom afinancialandstrategicperspective.”

Foundedin1808,ThomasRidley Foodservicedeliverstoover2,000customersacrossavarietyofsectors includinghealthcare,education,hospitality,hotels,restaurantsandretail.

Commentingonthedecisiontosell up,JustinGodfrey,managingdirector ofThomasRidley,said:“Thebusiness hasbeenrunbymyfamilyforover200 yearssoitwasimportantthatwejoined acompanythatsharesthesamecustomer-focusedDNA,makingfooddeliveryonelessthingtoworryabout.

“BidcorpUK’sCaterfoodBuying Grouphastheresourcetosupport ThomasRidleyFoodserviceinfurther improvinganddevelopingourofferand serviceleveltoourcustomerswhilst keepingthosefamilyvalues.

“TheGodfreyfamilygenuinelyfeel thattheCaterfoodBuyingGroupstrategyofallowingThomasRidleytooperateasanautonomousbusiness,whilst supportedbythepowerandscaleof Caterfood,isthebestoptionforall stakeholders.”

HarvestFineFoods’managingdirector

RichardStrongmanwassimilarlypositiveaboutsellingtoCaterfood:“Weare lookingforwardtobecomingpartofthe Bidcorpfamily,whichsharesourpassionforqualityproducts,competitive pricesandunrivalledservice,”hesaid.

sourced,fantasticlocalproduce,aswell asgreatservicetotheircustomers.We lookforwardtosupportingtheteam withourfinancialandstrategicstrength alongsidetheirlocalexpertiseand range.”

WiththeCaterfoodBuyingGroup andBidfood,Selleyisaimingtooffera propositionthatfulfilstherequirements ofeveryfoodserviceoperator.

“Theteamwillcontinuetofocuson thedevelopmentandgrowthofoursuccessful,service-ledbusiness,underthe sameidentityandculture.”

HarvestFineFoods,whichwas establishedin1988,offersarangeof 4,500productstomorethan1,000 cateringestablishments.

Selleyremarked:“HarvestFine Foodsisalreadyathrivingfoodservice supplier,achievingacompoundgrowth of20%overthelast12years.

“Wehavebeenreallyimpressedby theirpassion,theirethicalethosand theirreputationforprovidingethically-

Heexplained:“Thebusinessesthat makeuptheCaterfoodBuyingGroup retaintheirownidentityandofferoutstandinganddiversechoicesofquality andlocalproducts,tightranges,aswell asaflexibleserviceoffer,usingsmaller deliveryvehiclesabletomakefrequent deliveries,withallofthistailoredtothe needsofthecustomerstheyservein theirrespectiveregions.

“Bidfoodisanationalwholesaler, sharingthesamecommitmenttoserviceexcellence.Itsgrowingnetworkof depotsacrosstheUK,thebreadthand depthofitsrange,andunrivalledadded valueallowBidfoodtoremaincloseto itscustomers,servingbothindependent andmorecomplexnationalcustomers.”

Heconcluded:“Betweenthetwo businesseswecanmeettheneedsof everycustomer.”

CCM

‘Betweenthetwo businesseswecan meettheneedsof everycustomer’ AndrewSelley,CEO, BidcorpUK

Makingtherightchoices

Vapingisanincreasinglyvaluablecategory,aswellasarapidlydevelopingone.Butare wholesalersabletoguidetheircustomersthroughthisflourishingsalesopportunity?

Thevapingmarketiscontinuingtogrow,withthe conveniencechannelbenefitingfrom35%ofsales. Withsignificantfurthervalueforecast–thecategory isexpectedtogrowfromthecurrent£1.2billionto £1.47billioninthenextthreeyears–it’svitalthatwholesalersandtheirconvenienceretailcustomersstayabreastof consumertrendsandsupplierdevelopments.

continueddemandfromconsumersforvapingproducts.To tapintothisrisingtrend,wholesalersneedtoensuretheyare dedicatingsufficientspaceforvapingproductsandstocking therightrangefortheircustomerbase.”

Theblubarrangefeaturessixvariants:KiwiPassionfruit, MangoIce,BananaIce,PeachIce,WatermelonIceand StrawberryIce.Eachdevicecontains20mgofnicotinein2ml ofliquid,andfeaturesanLEDindicatorthatlightsupwhen thevapeisinuse.Thevibrantpackagingisdesignedtomaximiseon-shelfappealandthedeviceshaveanrspof£5.99.

Supportingthelaunchisadedicatedtrademicrositeto assistandeducatewholesalersandretailersabouttherange. “Thereisahugevarietyofdifferentproductsavailable

ImperialTobacco hasidentifiedaflourishingsubsectorin disposables,whichhasseen5%growthinmarketshare since2021.“Tocaterforthisgrowingdemand,weare excitedtoannounceourentranceintotheexpandingdisposablesmarketwithournewblubarvaperange,”saysTom Gully,headofconsumermarketingUK&Ireland.

“ThenumberofvapersintheUKhasgrownby3%over thepastyear(ECigIntelligence),soit’sclearthattherewillbe

‘Wholesalersneedtoensurethey arededicatingsufficientspacefor vapingproductsandstockingthe rightrangefortheircustomerbase’

TomGully,headofconsumermarketing, ImperialTobacco

onthemarkettoday,sodecidingwhattostockcanbea dauntingtask,”saysGully.“Wholesalersarethereforeinan excellentpositiontoprovideadvicetoretailersonwhat productstheyshouldbestocking,aswellasinsightsintothe latesttrendsshapingthecategory,suchastherisingdemand forvalue.

“Bybeinginformedaboutthemarketandfamiliarising themselvesandtheirstaffwiththedifferentproducts,terminologiesandmarkettrends,wholesalerscanprovideguidancetoretailersaboutwhatconsumersarebuying.”

PhilipMorrisLtd haslaunchedtheIQOSOriginalsDuo,a revampedupdatetotheIQOS3Duo.Thenewversionhas beguntoreplacetheIQOS3Duonaturally,withnobuy-back orproductswappingnecessary,andisalsoavailabletoorder throughthePMLDigitalTrade EngagementPlatform.Each kitcontainsthetwo-piece devicealongwithtwopacks ofHEETS,andhasanrspof £39.

“45%ofadultex-smokers abandonedpreviousattempts atswitchingtoalternatives duetotheproductnotbeing rightforthem,”saysaPML spokesperson.

“Whileretailerscancommunicatethebenefitsofalternativesatthepointofsale,it’stheresponsibilityofmanufacturerstomeetcustomerdemandsandpreferencesthrough productinnovation.Thisisperhapswhy62%ofretailers believethatmanufacturersshouldfocusonimprovingthe acceptabilityofsmoke-freeproductsamongadultsmokers.”

JuulLabs hasechoedthiscommitmenttoproductinnovationinresponsetoitsawardofProductoftheYear2023in theVaping&HeatedTobaccoProductscategory.“Weare extremelyproudthatourcommitmenttoproductqualityand innovationhasbeenrecognisedbythevoterswhoawarded JUUL2thisaccolade,”saysEfeAbebe-Heywood,senior directorofcommunications&brand.

“OurnewJUUL2systemhasmarkedastepchangein vapourtechnology,providingadultsmokerswithaproduct thatmorecloselyresemblestheconsistencyandexperience ofcombustiblecigarettestosupportthemontheirswitching journey.

“Weremaincommittedtoourmissiontotransitioneven moreadultsmokersfromcigarettes, whilecombatingunderageuse.”

Themanufacturer’slatestadditiontoitsportfolioistheJUUL2 BlackcurrantTobaccovariant,aclassictobaccoflavourwithblackcurrantnotes.

“Wehavebeenencouragedby thenumberofadultsmokersand vapouruserswhohavetransitioned tothenewJUUL2systemsince launchlastyearandweareconfidentthattheintroductionofour newBlackcurrantTobaccopodswill

provideevenmoreadultsmokerswithgreaterchoicetohelp themmoveawayfromcombustiblecigarettes,”statesJohn Patterson,countryleadofJuulLabsUK.“Itistestamentto ourcontinuedfocusontechnologicalinnovation,adultfocusedportfoliorangeandresponsiblemarketstewardship thatwe’vebeenawardedrecognitionasProductoftheYear.”

JuulLabsiscurrentlytriallingatake-backandrecycling programmeforusedpodsanddevices,andthisshouldbe introducedtothewidermarketlaterintheyear.“Aspartof ourgoaltoeliminatecombustiblecigarettes,wewillcontinue workingcollaborativelywithretailersandkeystakeholdersto ensureamoreresponsibleandenvironmentallysustainable marketplaceasthesectorevolves,”saysPatterson.

Vapebrand Geekbar isinvestinginahighlevelofsmart technologyinordertoincreaseefficiencyandcombatcounterfeiting.Themanufacturerestimatesthatthefuturisticproductionfacilitywillbereadyintwoyearsandwillresultina 90%automatedassembly.Thetechnologywillenabletrackingfromfactorytocustomeraswellasprovidinganalmost fault-freeproductionprocess.

“Digitisationandsmartmanufacturingwilloffergreatbenefits,notjustinproductionvolumeandefficiencies,butalso inassuringretailersandconsumersintheUKandaroundthe worldthatourproductsaremadetoconsistentlyhighqualitystandardsandcanbeenjoyedsafely,”saysAllenYang, chiefexecutiveofficer.“Theintegratedpackagingtechnology andthree-levelQRcodingintroducesahigherleveloftraceabilitytodefeatcounterfeitandillicitsales.”

TheannouncementcomesastheOfficeforNational StatisticssaysthatvapinghasplayedamajorroleinUK smokingratesdroppingtoanall-timelowof13.3%,while thenumberofvapersisatanall-timehigh.Therearenow6.6 millionsmokersandfourmillionvapersintheUK. CCM

‘Wewillcontinueworking collaborativelywithretailersand keystakeholderstoensureamore responsibleandenvironmentally sustainablemarketplace’

TechinvestmentssuchasGeekbar’sintelligentproductionis resultinginmoreefficient,accountablemanufacturing.

‘Adifferentoutlook’

Whathavebeenyourbiggestachievementsinworkandoutsidework?

Outsidework,raisingafamilywithmy wife.Wehavetwodaughters,fivegrandkids,andtwofantasticsons-in-law.In work,stillbeinginbusinessafter25years!

MyyoungestdaughterAileenhas workedinthebusinessallherworking life–she’sbeenineverydepartment andisnowoperationsdirector.My olderdaughterGilliandidherownthing infinancethencameintothebusiness atthebeginningofCovid[asbusiness improvementmanager]andhasstayed.

AslongasI’mbreathing,Iwillremain inthebusiness,butiftheywanttotake itoninthefuture,it’sthereforthem.I haveseensomanybusinessesgetting forceduponchildren,soit’suptothem!

Whohasbeenthebiggestinspiration toyou?

Mymotherandfather.Theywerehardworkingpeople,andtheirdetermination wasinspirational.Mymotherwasa hairdresserandmyfatherwasafarmer untilhecontractedpolioandlostthe useofhislegs.MydaddiedwhenIwas 18–hehadaheartattack–anditmade megrowupveryquickly.

Whatwereyourambitionswhenyou weregrowingup?

Iwantedtobeadiesel/lorrymechanic.It wasthetimeoftheYTS[theyouthtrainingschemeforschoolleavers]andifI hadjoinedthatasadieselmechanicI wouldhavegot£45aweekbutIended upgoingintoanabattoir,whereIearned £150aweek,soitwasnocontest.

Whatareyourinterestsoutsidework andhowdoyoumaintainawork-life balance?

Myfamily.Twoofmygrandkidslive withGillianinDubai,andtheotherthree livelessthanhalfamileawayfromme. Workdoesn’tfeellikework:forme,the cliche‘findajobyouloveandyouwill neverhavetoworkadayinyourlife’is

true.Iwork,eat,sleep,work.EvenasI gotosleepatnight,I’mfiguringout howtoimproveaprocessatwork!

Whatapproachdoyoutakeinbusiness (andinlife)?

PreCovidIwantedtotakeoverthe worldandIhadlotsofcompetitors; nowIdon’thavecompetitors,Ihave peoplewhoareinthesameindustryas me.Ihaveadifferentoutlookonlife:it’s

aboutdoingtherightthingnow.My teamisnotaworkforceanymore,it’sa familyoffamiliesthatIneedtosupport. Iwouldgivesomeonetheshirtoffmy back–Iwouldalwayshelpsomeoneas longastheydon’ttellmelies!

DuringCovid,wehadquitealotof employeeswholivedalone.Ihave COPDsoIranthebusinessfromthe kitchentable.OneofthethingsIcame upwithwastohaveaZoomcallwith everymemberofstaff,morningand afternoon.Throughthosecalls,Igotto knowmyemployeesalotbetterand sawthattheyaresuperstars.

Whatisyourfavouritefilmand song/pieceofmusic?

Film: SummerHoliday withCliff Richard.Music:everythingfromclassicaltorock&roll.IfI’mflyingbackfrom Dubai,Icanbelisteningtohitsfromthe ’60srightuptothepresentday.

Whatwouldpeoplebesurprisedto knowaboutyou?

Ican’tcook!AlotofpeoplethinkI’ma chefbutI’mnot.Mycookingabilityis perhapsafouroutof10.

CCM

18yearsinvansales

Onleavingschool,CraigStevenson workedinanabattoirforsevenyears. Theseasonalityoftheworkprompted himtomoveintovansaleswherehe couldearnadecentwageallyear round.HeworkedforRiverside BakeriesandUnitedCentralBakeries foratotalof18years,andthenin 1998,afterbeingmaderedundant, heboughtintoKilmarnock-based BraeheadFoods.Itprocessedgame andhadawholesaleoperation,and Stevensongrewthewholesaleelement,doublingturnoverinthefirst yearto£1million.HeaddedThe CookSchoolScotlandin2009asa trainingfacilityandaProduction Kitchenin2010tocreatebespoke productsforchefs.Today,Braehead Foodshasaturnoverof£17million.

CraigStevenson,managingdirector,BraeheadFoods

CATEGORYMANAGEMENTGUIDE

GETTHE BASICS RIGHT!

YOURDEFINITIVEGUIDE TOCATEGORYMANAGEMENT

CategoryManagement–thewholesaleperspective

BagSnacks,sponsoredbyKPSnacks

Biscuits,sponsoredbyMondelezInternational

Cereal,sponsoredbyKelloggCompany

ChewingGum,sponsoredbyMarsWrigley

Cigars,sponsoredbyScandinavianTobaccoGroup

Coffee,sponsoredbyNestléGrocery

Confectionery,sponsoredbyMondelezInternational

Dairy,sponsoredbyKerrymaid

EnergyDrinks,sponsoredbyBoostDrinks

FlavouredMilk,sponsoredbyMarsChocolateDrinksandTreats

MeatSnacking,sponsoredbyJackLink’s

Tea,sponsoredbyYorkshireTea

TobaccoAccessories,sponsoredbyRepublicTechnologies

Vaping,sponsoredbyBAT

WorldFoods,sponsoredbyWanisInternationalFoods

Thebenefitsofsoundadvice

Knowledgeispowerwhenitcomestocategorymanagement,andwholesalersareusing salesdataandsupplierinsightstoensurethattheguidancetheygivetoretailersisrobust.

Wholesalersandbuying groupsareworkingwith keysuppliersandusing up-to-datesalesdatato provideeffectivecategorymanagement guidancethatcanhelptheircustomers maximisesalesandprofitsinstore.

UnitasWholesale’s PlanforProfit (PfP)corerangerecommendationsand planogramsareupdatedyearly,and 20,000guidesaredistributedtothe group’swholesalermembersandretailers.Allguidescanbeviewedand downloadedviathePfPwebsiteandPfP app,andthewebsiteisopentoallretailers,increasingthereachandinfluence ofthePfPprogramme.

InadditiontotheyearlyPfPcore rangeguides,UnitasproducesPfP ‘FocusOn’minicategoryguides,which aimtoeducateretailersonhowtoget themostoutofsupplierbrandsand meettheneedsoftheircustomers.

Intotal,80wholesalerdepotssupportthePfPscheme.AllthePfPproductsarehighlightedinthedepotsand onsomeofthe wholesalers’ websites,with somehaving directlinksto thePfPwebsite tohelpsupport theirretailcustomerswith corerange,categoryinsights andplanogram advice.

“ThroughPfPcorerangeauditswe canmonitorouryear-on-yearperformanceimprovement,andwemonitor stockinglevelsofourPfPcoreranges onacyclicalbasisthroughInspire[field marketingagency],”explainsPlanfor ProfitcategorycontrollerTracey Redfearn.“Theirreportshelpustoidentifydistributiongaps,andtherefore indicativesalespotential,acrossour memberdepotsandtheirretailestate.”

Shecontinues:“Corerangedepot monthlyauditshavedemonstrated improvedyear-on-yearperformances,

movingourMATaveragecloseto96%! Despitethecontinuingchallenges acrossthesupplychain,ourwholesale membersareholdingfasttotheirPfP coreprinciples,withInspireField Marketinghelpingtomaintaindepot standardsthroughthesitingofcore rangePoSin-depotoneveryvisit.”

Shiftinranges

Sheadds:“Supplychainissueshave affectedanumberofproductranges andhaveresultedinashiftinranges,so wesupportedourmembersthrough ourmonthlycorerangeauditwhich wouldidentifythegapstoensurethey arestillstockingtherightrange.

“Forretailerswehavefoundan increaseinstorerefreshes,where remerchandisinghelpswiththeircurrentfixturesandtoensurethatbestsellersineachcategoryareavailable.We appreciatethatduringthistime,where stockavailabilitywasparamountin store,theirfocuswasmoreabouthavingstocktoselltocustomers.”

Unitas’scorerangeplanogramsare builtinpartnershipwithsupplierswho providechannel-specificIRIorNielsen dataforsymbolandindependents,and

thisassistsUnitastoutilisethemost currentdatareflectingcurrenttrends. “Ourreviewsarealsosupportedwith salesandcompliancedatafromour members,andthedatafromourdata partner,”Redfearnadds.

Relevantchanneldata-drivencategorysplits,shopperneedstates,and theutilisationof‘good,better,best’ merchandisingprinciplessupport Unitasinproducingitsregionallybased planograms.

Therearesomeproductcategories thatcouldstillbenefitfromincreased focusbytheretailer,shesays.“Baby careshouldbethemostsimplefixture instoretogetright;however,itcan oftenstillbeacategoryforwhichthe retailerneedsadvice,especiallygiven thatthiscategoryisrecognisedtohave avitalroleindrawingin‘destination’ shoppers.

“Weappreciatethatsomeretailers needsupportingettingthefundamentalsrightintheirstoressoweprovided a‘FocusOnBabyCare’(copycanbe foundonthePfPwebsite)attheendof lastyear,andweareexploringthe opportunityofsettingupanumberof storetrialsduringthisyear.”

UnitasproducedaBabyCareguide,in recognitionthatretailersneededadvice.

Itisimportantthatthefood-to-go sectionismanagedcorrectly.

TraceyRedfearn: ‘Wemonitor stockinglevels.’

SteveMoore,headofretailat Parfetts, believesthatallcategories deservefocus.

“Successfulconvenienceretailingis thesumofallparts,”heinsists.“You couldsaythatyoushouldfocusonyour strengths,suchasalcohol,butthenby takingabroaderviewofthestore,there couldbemissedopportunitiesthat needtobeunearthed–forexample, whereastoreislocatedinamoretransientareaandimpulseneedsasharper focus.”

ParfettsusesUnitas’sPlanforProfit programmeandworkscloselywithits team.“Byprovidingpreandpostsales data,wecaneffectivelymeasureand thensharewiththeretailerstheimpact categorymanagementcanhaveon theirsalesandmargin,”saysMoore.

“Wealsoactivelyencourageour retailerstoparticipateinsupplierincentives,suchastheHeinekenstarretailer scheme,astheyalsoprovidefieldsales teamstoworkwithretailersdirectly.”

Parfettsholdsregularmeetingswith keysupplierstodiscussrange,NPDand ahostofotherfactors.“Wefindthat mostsupplierswillstatetheytakea wholecategoryapproach.Wealsowork closelywithdataspecialistsonanongoingbasistoensureweareuptospeed onNPDandwiderconsumerinsights,” hestates.

Achangeinconsumerhabitsthat Parfettshasnoticedisconsumers switchingtoownbrandandseeking brandedpromotionsasthecost-of-

livingcrisisbites.“Asabusiness,we provideawiderangeofown-brand productsthatdelivergreatretailermarginswhilstalsogivinggreatconsumer value.Impulseisstillabigdriverinconvenienceretail,andweensurethisis reflectedwithinourrangingadvice alongsidefoodtogo,”Mooreadds.

Nisa hasalsoseenaswitchfrom brandedtoown-labellines.SpaceplanningmanagerRossWrightcomments: “Demandforvaluehasneverbeen higherandconsumersarecomparing pricesattheshelfanddiningoutless, andbrandloyaltyisindecline.Weperformedareviewofourplanogramsand rangingtoensureNisaretailersusethe strengthoftheCo-opownbrandalong withCo-opHonestValuelineswhere appropriate.”

‘Significantimpact’

TheintroductionoftheHFSSguidelines in2022hasalsohadasignificantimpact ontheadviceNisaprovides,anditsupporteditsretailerstoensuretheirstores andrangesarecompliant.

NisacreatesandupdatesplanogramsinlinewithCo-op’srangereview activity.Additionally,itundertakesactivitywithitscategorysupplypartners–forexample,lastyearitworkedwith pladistoreviewthebiscuitrange.A newlayoutwastrialledinNisastores, resultinginastrongsalesgrowthduring theactivity,Wrightreports.

Allrangereviewactivityischecked againstNisa’sinternalsalesdatato ensurethattherecommendationsare rightforNisacustomers,headds.

Nisahasateamofmicro-spaceplannersthatprovidecategoryrangingand productplacementadvice.Theywork closelywiththestoredevelopment teamwhocreatethestorelayoutsin linewiththeconceptlayouts,ensuring thatNisaretailersreceivethecorrect commodityspacerecommendationfor theirstoresizeandlocation.

Planogramsareloadedontoa retailer’sMyPlanssystemandcanbe viewed/downloadedasrequired.

Whilerecognisingthatallcategories benefitfrom categorymanagement,Nisa recommends that,inthefirst instance,its retailersfocus onimpulse categoriesthat delivermostof theirsales–like softdrinks, beers,wines& spirits,confectioneryandcrisps& snacks.

“Focusshouldalsobegiventochill categorieswhereweseesignificant opportunitiesforourretailerstogrow salesandmeettheexpectationsoftheir consumers,”saysWright.“Thespace planningteamhereatNisahavecreated chillplanogramsfromthreebaysupto 30bayssothereshouldbesomething foreveryone.”

ThespaceplanningteamatNisa managesupplychainissuesona weeklybasis,usingtheinformationprovidedbythetradingteamwhere

Nisarecommendsthatitsretailersfocusonimpulsecategoriesinthefirstinstance.

SteveMoore:‘Weworkcloselywith dataspecialists.’

RossWright:‘We performedareview ofourplanograms.’

analternativetoanout-of-stockis available.“Planogramsareupdated accordinglysothatNisacustomerscan downloadtheupdatedplanogramor usetheweeklysubsanddelistinformationprovided,”Wrightexplains.

AccordingtoImranAmbalia,trading &marketingcontrollerat Sugro, the confectionery andsoftdrinks categoriesbenefitfromcategorymanagementthemost duetothenumberofproducts thatareavailableinthese twocategories.

“It’simportant thatretailersare awareofwhichlinestheyshouldbe stockingthatdrivethehighestrateof sale,”hesays.“Weproduceplanogramsforallthecategoriesthatwe tradeinbutgroceryisakeyfocusarea forSugro.”

SugrousesIRIorNielsendataand workscloselywithanumberofsupplier partnerstoensurethatitsplanograms areunbiasedbutmoreimportantlydata led.“Thisensuresthattheretailcustomershavetherightinformationon whichSKUstheyshouldbestockingto maximisetherateofsale,”Ambalia explains.Thegroupproducesits planogramsonanannualbasisbased onthe52-weekdataread.

“Weproduceplanograms,adviceon top20bestsellersbycategoryand bespokecategoryleafletscontaining categoryinformationaroundbutnot limitedtoChristmas,Easterandmini seasons.Weoffercategoryadvicedigitallyandthroughprintedmarketing,” Ambaliapointsout.

Assessmentofneeds

IainMain,whojoined JWFilshill last yearasthewholesaler’sfirst-everdedicatedcategoryrangeplanner,visits KeyStoreretailerstoassesstheirneeds.

“Igointothestore,spendtimewith theretailerandgettoknowthem,then recommendthespaceandrangethat shouldbeallocated,”heexplains.“It canbequiteslowprogressbutwecan supplyefficientplanogramsacrossall categories–foreverysizeofstore,takingintoconsiderationthespaceavailable.

“Asweallknow,someretailersare moreproactivethanothersandare reallykeentoletususeourexperience toworkoutwhat’sbestforthem.It’s importanttotakeintoconsiderationthe retailer’sviewstoo,though,andweave inproductsthatweknowsellwellin theirareaandthatcustomerswant,particularlythosefromlocalproducers.

“However,ultimately,ifacategoryis notlocatedintherightareaofthestore andisnoteasytoshop,andit’snot easytoaccess,thentheretailer’scustomerswon’tbuyfromit.”

Filshillhas“excellentdata”through itsEPoSsystem,andusingdatafromits suppliers,itisabletoidentifywhich productsshouldbestocked.“Ourbuyersworkcloselywithsupplierswhocan giveusvaluablecategoryinsightand helpidentifyfuturetrends–it’simportanttobeaheadofthegame,”saysMain.

“There’salsoanunderstandingthat thereisno‘onesizefitsall’whenit comestocategorymanagementbutit reallyhelpswhenaretailerusesour EPoSsystem,andwehavejustover100 storesusingitnow.Thisenablesusto alsoanalysesalesofwhatastoreissellingfromothersources.”

Mainbelievesthatthefast-moving categoriesalwaysbenefitfromstrict categorymanagement–crispsand snacks,impulsesoftdrinksandconfectioneryareprimeexamples.“Seasonal categoriesalsoneedtobemanaged carefullyandefficientlyforthebest resultsfortheretailer,”headds.

“Ifyouconsiderthat20%ofthe overallrangewillaccountfor80%of sales,that’salwaysagoodstarting point.Itcanbedifficultmakingsome retailersunderstandthat‘lessismore’ andagoodexampleisarecentthreemonthtrialwedidwithWalkers.

ImranAmbalia: ‘Groceryisakey focusareaforSugro.’

Sugroofferscategoryadvicedigitallyandthroughprintedmarketing.

Filshillsuppliesefficientplanogramsacrossallcategoriesforeverysizeofstore.

“Weidentifiedaclusterofstores usingourEPoSsystemandcreateda planogramtoslimdowntherangeand stopreplications.Wegavetheretailers acashincentivetoparticipateandgave themscopetoincludeacoupleoflines oftheirownchoice.Acrossthe90 storestherewasa20%increasein sales.”

Mainsays thatitisalso importantto stocknewproductsacrossthe boardbecause astore’scustomersexpect toseetheproductsintheir localc-store.

Intermsof growingcategories,hepointstovaping. “Itishugejustnow,”hesays.“The tobaccocategoryisdyingandvapingis growingatitsexpense,withmany retailersnowsellingcigarettesfroma drawerunderthecountertofreeup spaceinthekiosk.It’sacategorythat’s

changingandevolvingallthetimewith brandsandflavourscomingonstream. Thechallengeiscreatingsufficient spaceinthekiosktoaccommodate this.”

Filshillisalsoworkingwithretailers totakeadvantageof,forexample,£1 bagsofcrispswhichaccountfor50%of thecategorynow.Thesebiggerpacks alsoofferbettermargins,Mainpoints out.

Importanceofeducation

“Energydrinksisanothercategorythat someretailersarefullyexploiting,with RedBullthenumberonebrand.It’s abouteducatingretailerstoensure thereisenoughproductinthechillerso theyarestockedalldayandstaffdon’t havetokeeprestocking.

“Withbothenergydrinksandsoft drinks,itcansometimesbechallenging persuadingretailersthattheydon’t needtostockeverysinglebrand–concentrateonthebest-sellinglines.”

Filshilladaptsitsadvicetotakeinto accountproductshortages.“There’sno

Parfetts hasexpandeditsteamto supportretailers.

Threenewregionalmanagershave beenappointedtoleadanetworkof 25regionaldevelopmentadvisorsand fourstoredevelopmentmanagers.

Thewholesalerisexpandingwitha newdepotopeninginBirminghamin thespring.Itwillalsoappointanadditionalthreeregionaldevelopment advisorsacrossthenetwork.

ChristineReastjoinsParfettsto managetheEastregion.ShepreviouslyworkedforBestwayRetail, wheresheheldtheroleofregional controllerforthepast14years.

IntheWestMidlands,Richard Huxleybecomesregionalmanagerfor theMidlands.Hewillfocusonsupportingthenewdepotandexpanding thesymbolgroupintheregion. HuxleyhasbeenwithParfettsforthe lastsixyears,mostrecentlyaslead retaildevelopmentadvisor.

SteveMillerwillmanagetheNorth Westregionandmovestotherole fromaseriesofseniorpositions

acrossParfetts,includinggeneralmanageratAintree.

Commentingonthedevelopment, headofretailSteveMooresaid:“Aswe grow,it’svitalthatwehavethebest peopleinplacetosupportourretailers andprovidegreatservice.”

Additionally,JohnO’Neillmovesinto thenewlycreatedroleofretailsales controller.Hewillsupporttheretail teamandworkonkeyprojects,suchas

doubtthatsupplychainissuesaffect categorymanagementandwe’ve noticedthatparticularlywiththehealth andbeautycategory,”Mainreports.

“Supplyhasbeenquiteerraticbut wearesourcingwhatwecantoensure ourcustomershavesomethingtooffer shopperswhopopinbecausethey’ve runoutofsomething.Itmightnotbe theirpreferredbrandbutmostshopperswillpickupanotherbrandorown label.” CCM

categorymanagement,storedevelopment,andmarketing.Hewillalso headupthedevelopmentofThe Local,Parfettslicensedfasciaoffer. O’NeillhasbeenatParfettsfor17 yearsandmostrecentlyheldtherole ofcustomerdevelopmentmanager.

Meanwhile,ChrisMoorehasbeen appointedasstoredevelopmentmanager.HepreviouslyworkedatThe JordonGroupasaprojectmanager.

IainMain:‘It’s importanttobe aheadofthegame.’

Parfetts expands team to support retailers as symbol store estate grows

Filshillworkswithretailerstotake accountofchangingshopperhabits.

PMPS still offering your consumers great CHOICE & VALUE!

SHARING PMP RANGE

VAT FREE

VAT FREE

The UK’s Ridge Cut Crisp*

The UK’s Nut Brand*

The UK’s ‘better for you’ Brand**

The UK’s Popcorn Brand*

The biscuit category is in growth - now worth £3.3bn1 – and biscuits were purchased by nearly 28 million households in the UK in 20222 . The category can be broadly split into 3 segments: Healthier*, Savoury and Sweet, which are all in growth3 , and there are two consumption occasions: In-home and ‘on-the-go’. Healthier, special treat and savoury biscuits are key value drivers, while sweet everyday treats are a key volume driver.

BISCUITS TOP TIPS

Have a display of both take-home and on-the-go biscuits (we recommend 80% of space is take-home)

Group products clearly into sweet, savoury and healthier biscuits lock by brands to help retailers nd what they are looking for Allocate the space according to sales potential, giving more space to bestsellers. Do ensure growing sectors that drive value are represented, however, including Healthier, Savoury and Special Treats (see table)

Highlight bestselling lines

Display clear pricing, showing cash margins er both and non- lines

Encourage retailers to make the most of the seasonal opportunity by creating impactful displays to catch their attention when making purchase decisions in depot Select brands that are aligned to consumer trends like wellbeing, sustainability, value and occasions

Ensure D and promotional products are stocked in advance of consumer media and work with suppliers who are supporting launches

RECOMMENDED MUST-STOCK BiSCUiTS – TAKE-HOME**

1.Oreo Original

2.Cadbury Dairy Milk Chocolate Fingers

3.Time Out Wafer Bar

4.Oreo Double Creme

5.belVita Honey and Nut

6.Ritz Original Crackers

RECOMMENDED MUST-STOCK BiSCUiTS – ON-THE-GO

1.belVita Soft Bakes Choc Chip

2.Mikado

3.Cadbury Nuttier

4.Grenade Salted Caramel

5.Grenade Cookie Dough

6.Grenade Oreo

or the full ondele nternational core range recommended list go to www.snackdisplay.co.uk

Digital marketing guidance for wholesalers4

Retailers’ use of digital channels has increased so a focus on retaining these customers is key:

• ook at your data, and use a ‘test and learn’ approach

•Have fast-working pages and consider having lists, past orders and favourites

•Understand top search terms

• roduct images are key 6 – reach out to suppliers for these

•Have facilities to lter pages by brand

•Don’t forget telephone sales as these tend to peak at busy times so are still important

For market best-sellers, product information, latest trends, category information and retail display advice, visit www.snackdisplay.co.uk Bringing snack sales to life in independent retail: Confectionery • Biscuits and Snack Bars • Hot Beverages • Cheese

Strong Availability and Great Visibility Grows Profits!

Availability and visibility are key for successful gum sales. More than half of all gum purchases are unplanned, with 65% of gum purchases being made on impulse1. This means it has never been more important for retailers to improve gum availability and visibility to every shopper, every trip.

By considering key occasions to upsell gum, retailers can further drive impulse sales as recent years have seen an evolution of traditional ‘on the go’ shopper missions.

CHEWPEOPLEGUM2 1IN 3

As consumer habits develop and change, on-the-go consumption continues to remain a crucial part of the category. The leading reason why consumers chew gum is to freshen their breath, and with levels of movement increasing, this is creating more on-the-go purchases to fulfil this need.

More than 40% of consumers chew gum because they enjoy it2 . This occasion is driving sales of fruity flavours like EXTRA Refreshers.

EFFECTIVE MERCHANDISING

46% of gum shoppers will just not buy gum if the product they want is not available3, so ensuring retailers stock the correct range at all times is crucial.

POINT OF SALE can increase awareness of new campaigns or products, intriguing and engaging consumers.

TIPS: IMPROVE VISIBILITY by placing popular SKUs just below eye level, at ‘buy level’ to take advantage of incremental sales. Moving gum from below to above the counter is proven to drive a 20% increase in sales4.

EFFECTIVE SECONDARY SITINGS can boost impulse sales, with more than half of gum purchases being unplanned.

INCREASE BASKET SPEND by offering cross-category promotions with gum and consumers’ morning routines, such as coffee or snacks.

For more information visit www.mars.co.uk and www.availabilityintoaction.co.uk

TOP 5 Products

Gum Singles:

1. Extra Peppermint Pellets

2. Extra Spearmint Pellets

3. Extra White Bubblemint Pellets

4. Airwaves Menthol & Eucalyptus Pellets

5. Extra Cool Breeze Pellets

TOP 5 Products

Gum Bottles:

1. Extra Peppermint Pellets

2. Extra Spearmint Pellets

3. Extra White Bubblemint Pellets

4. Airwaves Menthol & Eucalyptus Pellets

5. Extra Refreshers

RECOMMENDED GUM RANGE:

45% of Airwaves shoppers only buy Airwaves

AIRWAVES

Airwaves Menthol and Eucalyptus remains an important sales driver for retailers. This brand has a loyal consumer following who seek out intense mint flavour when purchasing gum. As 90% of gum is consumed during the week, Airwaves can help consumers refresh more than just their mouths2. Work and study are two key occasions when consumers choose Airwaves. Airwaves is a must stock and ensuring it’s visible in store can drive gum sales.

Availability into Action is Mars Wrigley’s NEW retailer website. Visit www.availabilityintoaction.co.uk for merchandising information and sales advice to drive gum sales.

PLANNING FOR PROFIT

Maximising returns from the cigar category in 2023

THE CIGAR CATEGORY

“The retail sales value of the cigar category has remained stable over the last year, now standing at just under £285m. This performance is largely driven by the cigarillo segment, which barely existed three years ago but now accounts for 46.7% of all cigars sold in volume terms and is worth £98.1m in annual sales. Miniatures remain the largest segment within cigars, currently worth £98.9m in annual sales and led by our Signature Blue brand, and ably supported by our Moments Blue brand, which is especially relevant right now as a good quality, value cigar.”

THE CATEGORY IS WORTH JUST UNDER £285M IN RETAIL SALES

Moments has a new eye-catching design

VALUE BRANDS ARE KEY!

“There’s no doubting the importance of value as a consumer trend at the moment. Many consumers are becoming increasingly price conscious as the cost-of-living crisis continues to bite, and this will affect cigars and the wider tobacco category purchases just as much as any other category in-store, so retailers should ensure they are highlighting their value brands to customers to help them save money and cash and carries should do the same in depot. With that in mind we’ve recently announced a modern and eye-catching re-design for our Moments brand. The new pack design can be seen now on packs of Moments Blue and Moments Original, with packs of Moments Panatella following closely behind in May. Moments Blue has been the fastest growing VFM cigar in the UK and is well-known amongst tobacco-selling retailers as a popular choice amongst those customers who are looking to save money.”

Quotes and expert commentary from Nataly Scarpetta, Marketing Manager at Scandinavian Tobacco Group

Cash and carries would be wise to always have brands like our Henri Wintermans

Half Corona in stock as it is the UK’s best-selling medium / large cigar

GETTING THE RANGE RIGHT

“It’s worth noting that the top ten cigar brands account for over 90% of total sales, so don’t tie up your cashflow with slow moving brands. Cigarillos are the growing segment in cigars at the moment, so I’d encourage cash and carries to consider stocking our Signature Action brand if you don’t already do so. It may not be the best-selling cigarillo on the market, but it’s growing steadily in popularity and a good option for adult smokers who enjoy the peppermint flavour. Finally, irrespective of the time of year, I think it’s always important for cash and carries to offer retailers a range of cigars with different price points to meet the different needs of their customers.”

KEY OCCASIONS FOR THE CIGAR CATEGORY

“It’s also worth considering that there are key times of the year when cigar sales are on the rise. Typically, as Spring approaches, bringing with it more outdoor smoking opportunities, some adult smokers will treat themselves and ‘trade up’ to a larger format option, but of course this doesn’t mean that retailers need to start stocking larger more expensive handmade cigars! It may be as simple as a Miniature cigar smoker opting to jump to a Panatella for example. In general, I think cash and carries would be wise to always have brands like our Henri Wintermans Half Corona in stock as it is the UK’s best-selling medium / large cigar and a popular choice throughout the year.”

HOW CAN CASH & CARRIES MAXIMISE SALES?

“I believe it is very important to ensure our products are merchandised in a way that it makes it easier for the retailers to navigate, find them and purchase them. Of course, consistent availability and competitive cost prices are essential, but keeping the range in sight for the retailer to buy, will ensure we have our products at the ‘risk of sale’ within their outlets. Brand blocking is an effective tool to merchandising, along with a clear category versus market trend approach to stocking products.”

Consumers are becoming increasingly price conscious - value brands are key

Winning in Convenience with

Hot Beverages remains a prominent category within grocery, with 96.5% of UK households purchasing a Hot Beverages proposition in 20221 Having such a high reach has meant that over 60 billion Hot Beverage cups were consumed in the last year1. In 2022 we have experienced an increase in out of home consumption as consumption levels return to normal in a post covid environment. This has meant that in home consumption, especially on segments such as Coffee Pods has marginally reduced, back down to pre covid levels. However, despite in home consumption dropping, the category is ahead of where it was pre covid in terms of value and buyers, as more shoppers converted into Coffee during lockdown.

But why is coffee an important segment for retailers? Coffee is the 12th most valuable category and 9th highest penetration in the Total Market1. In addition, it is expected in the next three years to overtake Tea to become the most consumed Hot Beverage in the UK. The Coffee category is worth £1.6bn in the UK and has grown 1.4% versus 20212. If retailers want to win in Hot

Segment Share of Market

Beverages, then it is vital that they are winning in coffee, given that coffee accounts for 63.7% of all Hot Bev value, being approximately 2.5 times bigger than the next biggest segment Tea2.

Coffee in the Wholesale and Convenience (W+C) Channel

Convenience coffee (exc. Major mults) is worth £82.9M, growing 2.8% over the last quarter3 Convenience experienced significant declines as a result of covid and we are now seeing a return to normal shopping behaviours. Needs for today still remains the number one shopper mission for the convenience shopper, so ensuring the right pack offerings and propositions are available will enable retailers to win in the channel. Symbols & independent retailers are worth £62.3M in coffee and grew value 3.3% in the last quarter of 2022 showing strong signs of recovery.3 Across W+C, there is a strong over index on Core Instant propositions and this is the most important segment to W+C coffee, with Core Instant worth 67.6% of total W+C coffee.4

Which products are crucial to list?

Which core segments are more valuable in Wholesale and Convenience?

Core Instant is broken into 5 subsegments: Regular, Premium, Decaf, Super Premium and Origins & Organic. In W+C, a substantial amount of value in Core Instant is driven by Premium and Regular subsegments. For retailers, having a strong presence on shelf in these segments should enable them to drive a lot of value into their coffee category.

Which products should retailers be listing?

The following products are the key products for convenience retailers to list as part of their range to really maximise their value.

What to do with a limited space

Ranging and merchandising is essential for any retailer, no matter the size of their coffee fixture. Around two thirds of the fixture should be dedicated to Core Instant propositions so that they are on a fair space to sales. Then a representation of Mixes and R&G to cover need states and ensure that the Needs for Today shopper mission is met. On bigger fixtures there is then scope to add Pods into the range to further the range.

STEPSTOSWEET SUCCESS

The confectionery market saw growth in 2022, with consumers returning to on-the-go consumption, renewing the importance of singles and duos formats. Research shows when it comes to purchasing confectionery website and depot purchases are the most popular for retailers, with 89% of retailers purchasing from depot, so it’s important to have a strong aisle display to help increase sales1.

CONFECTIONERY IN DEPOT: TOP TIPS

Display a core range covering singles, duos, blocks, bags and gifting Allocate the space according to sales potential, allocating more space to best sellers

Highlight best selling lines

Have clear pricing, showing clear cash margins er both and non lines

Encourage retailers to make the most of the seasonal opportunity, for example by displaying on rack ends at appropriate times

RECOMMENDED MUST-STOCK LiSTS*

CHOCOLATE SiNGLES

1Cadbury Twirl

2Cadbury Wispa

3Cadbury Starbar

4Cadbury Crunchie

5Cadbury Twirl Orange

DUOS

1Cadbury Wispa Duo

2Cadbury Boost Duo

6Cadbury Wispa Gold

7Cadbury Boost

Ensure D and promotional products are stocked in advance of consumer media and work with suppliers who are supporting launches and creating consumer awareness

32%2 of retailers purchase confectionery from the main aisle so create impactful displays to catch the eyes of retailers when they are making purchase decisions in depot. Displaying products by the till point is one of the most e ective placements

Use the category knowledge of suppliers who help to promote best practice to retailers, including sharing planograms

Advise retailers about spending strategy – some retailers go for best margin, that’s not always the best approach– a great margin on a product that doesn’t sell isn’t helpful

8Cadbury Dairy Milk Original

9Cadbury Dairy Milk Caramel

10Cadbury Picnic

Dai Dairy Milk y Picnic

3Cadbury Double Decker Duo

4Cadbury Wispa Gold Duo

5Cadbury Dairy Milk Duo

6Cadbury Twirl Xtra

MINTS

1Trebor Extra Strong Peppermint

permint

rmin

2Trebor Softmints Peppermint

3Trebor Softmints Spearmint

4Trebor Softfruits

5Trebor Extra Strong Spearmint

mint t

or the full ondele nternational core range recommended list go to www.snackdisplay.co.uk

Digital marketing guidance for wholesalers**

Retailers’ use of digital channels has increased so a focus on retaining these customers is key:

Look at your data, and use a ‘test and learn’ approach

Have fast-working pages and consider having lists, past orders and favourites

Understand top search terms

roduct images are key - reach out to suppliers for these Have facilities to lter pages by brand

Don’t forget telephone sales as these tend to peak at busy times so are still important

For market best-sellers, product information, latest trends, category information and retail display advice, visit www.snackdisplay.co.uk ringing snack sales to life in independent retail: Confectionery iscuits and Snack ars Hot everages Cheese

RISE TO THE CHALLENGE

Inspiring confidence in the kitchen with Kerrymaid, from opening up to lights out and everywhere in-between. Discover how together with Kerrymaid, you can achieve a smooth finish to every dish.

from out and in-between. achieve a smooth finish to dish.

SMOOTH

& CREAMY KERRYMAID CREAM ALTERNATIVES

Our Rich & Creamy Kerrymaid Single, Whipping and Double Creams have a long shelf life, they can be stored ambient until needed and designed to give consistent results in sweet and savoury dishes.

SILKY SMOOTH SAUCES

KERRYMAID CULINARY SAUCES

High quality, ready-made sauces, without the fuss.

THE PERFECT MELT KERRYMAID

ORIGINAL SLICES

Easy peel slices that melt evenly for deliciously cheesy burgers.

EASY PEASY VEGAN CHEEZY KERRYMAID

VEGAN SLICES

Kerrymaid Vegan Slices are a truly tasty and fully functional, sliceon-slice that melts magnificently and binds brilliantly.

SOFT & SMOOTH KERRYMAID

ANGELITO ICE CREAM MIX

Our delicious velvety Angelito Ice Cream Mix is the perfect base to any dessert guaranteed to delight customers.

FOR RECIPE INSPIRATION AND TOP TIPS VISIT US AT: WWW.KERRYMAID.COM

@KerrymaidDairy

*IRI MARKETPLACE DATA SYMBOLS & INDEPENDENTS 12 WEEKS SALES TO 4TH SEPTEMBER 2022

FLAVOURED MILK IN HIGH DEMAND

THRIVING IN CONVENIENCE

Flavoured milk continues to show phenomenal growth.

In the UK, the total flavoured milk category is now worth £565 million1 In 2022, 12.5 million people purchased a flavoured milk, an increase of 2.4% when compared to the previous year2

Across convenience, sales have grown by 22% over the past year, contributing 44% of total category sales with a value of £251 million3.

MIX UP YOUR OFFERING

While chocolate and coffee flavoured milks remain the category favourites, it is important to offer variety.

The inclusion of fruit and protein drinks plus specialist dietary alternatives such as oat milk drinks will satisfy different retailer requirements.

Category champions and well known brands such as Mars Milk, should be displayed prominently to entice shoppers to the chiller and other milk drink choices.

INNOVATION

As a category which continues to show phenomenal growth, manufacturers and brands are likely to continue to invest in product innovation to both attract new customers and excite existing category fans.

Clear signage to new products, particularly familiar brands, will help attract new customers to flavoured milk.

Mars Chocolate Drinks and Treats, has recently extended its range with the launch of a NEW M&M’s Brownie Milk drink.

In an eye catching 350ml PMP on the go bottle, M&M’s Brownie Milk drink is a delicious flavour combination of chocolate brownies encased in an M&M’s shell and creamy milk.

REASSURE ON PRICE

In these tough economic times, price marked packs (PMPs) reassure customers about price stability and help to drive repeat purchases week on week. In a recent study, a significant 77% of shoppers mentioned PMP as one of the triggers to purchase4

Michelle Frost, General Manager at MCD&T says:

Our range of milk drinks enable consumers to enjoy some of their favourite confectionery brands in a different format.

We believe that a combination of our iconic brands, on the go format and the eassurance to consumers of price stability through price marked packs are key sales drivers.

THE MARS MILK RANGE

The Mars Chocolate Drinks and Treats 350ml milk drinks range includes Mars, Mars Caramel, Maltesers, MilkyWay, Twix, Snickers, Bounty, M&M’s Brownie and Galaxy.

All offer eye catching PMP packaging and an on the go sports cap. All skus are suitable for vegetarians and have no added sugar.

MARS MILKS ARE THE ARE THE

N O.1 NO.1

RANGE OF CHOCOLATE FLAVOURED MILKS

DON’T FORGET...

CATEGORY IN GROWTH

to add Mi B

to stock the latest addition to the Mars Milk range M&M’s Brownie Milk.

The total flavoured milk category was worth £565m in 2022, with sales up 16%.

CHOCOLATE BOOMING Chocolate flavoured milk is the second largest subcategory worth £122 million.

STOCK UP ON VUSE GO DISPOSABLES

BOLD FLAVOUR DISPOSABLES

SAME FLAVOURS ALSO AVAILABLE IN ePOD REFILLS

MORE FLAVOUR, LESS HASSLE

A cooling blend of ripe and juicy watermelon flavour with an icy cool finish.

Classic peppermint flavour with an icy cool finish.

Ripe juicy mango flavour with an icy cool finish.

A smooth blend of rich and creamy tobacco flavour with hints of caramel and vanilla.

Bright blueberry flavour with an icy cool finish.

Sweet ripe strawberry with an icy cool finish.

ALSO AVAILABLE IN ePOD

Dispose of responsibly.

18+ only. This product contains nicotine and is addictive. For adult nicotine consumers only. For trade use only.

WATERMELON ICE

MINT ICE

MANGO ICE

STRAWBERRY ICE

BLUEBERRY ICE

CREAMY TOBACCO

DETAILS

Wanis International Foods

Golden House

Orient Way

London

E10 7FE

KEY CONTACTS

Commercial Director:

George Phillips

Channel Controller:

Kaivan Parikh

Marketing Manager:

Sinan Jefferies

sales@wanis.com

0208 988 8450

KEY BRANDS

Tropical Sun

Africa’s Finest

Aani

Tropical Vibes

Select Must-Stock

World Food Categories:

Drinks

Prime Ice Pop

Drinks

Tropical Vibes

Ocean Blue

Drinks

Aani

Faluda

Milk Powder

Tropical Sun

Milk Powder

Flours

Africa’s Finest

Plantain Fufu

World Foods: One of Grocery’s Fastest Growing Categories

World food has been a star performer in Grocery over the past decade with consistent double-digit, year-on-year growth. With increasing diversity among our population, allied to Brits continuing to embrace an ever-wider range of cuisines, this trend doesn’t look to be slowing down any time soon. As the UK’s #1 World Food wholesaler, Wanis anticipates growth of 9-10% in the coming year. Below is a snapshot of some of the most in-demand World Food categories for you to maximise your sales and profit.

Drinks

While established brands continue to dominate, innovation is the name of the game in soft drinks; driving much of the growth and interest in the category, be it health and wellness, ‘fashion’ or indulgence.

Prime, a range of American sports drinks by YouTube personalities Logan Paul and KSI, has taken the UK by storm, with single bottles selling for as much as £100 during a tactical supply shortage that followed the drink’s launch.

Tapping into the same demand for soda alternatives with perceived health benefits are Tropical Sun, whose range of premium fruit juice drinks look to build off the success of their hugely popular canned coconut water.

Famed Prime seller ‘Wakey Wines’

Milk Powder

Fresh milk sales decreased by almost 8%* last year; and it’s little wonder when you consider price increases of up to 70%**. Many consumers looking for cost-effective alternatives have turned to milk powder, which can replace fresh milk in most dishes. Wanis saw milk powder sales increase by 15%*** on last year, and the category is seeing a shift towards valuefor-money brands as consumers become increasingly price sensitive as a result of the cost of living crisis.

Flours

Who would have thought that fufu, a traditional Ghanaian dumpling-like stew accompaniment, would be a persistent internet phenomenon?! Not us, but over the past couple of years, driven by Gen Z’s prolific use of social video app TikTok, fufu has found its way into the mainstream, resulting in supermarket listings for brands such as Africa’s Finest. Wanis has seen demand for fufu flour increase by a whopping 55%*** on the previous year, cementing it as a must-stock product for any retailer catering to the West African market.

Plan Your Shelf the Right Way to Maximise Sales!

•Tailor your product range based on your local customers.

•Remove product duplication. Remember: 20% of SKUs typically contribute to 80% of sales.

•Stock well-known brands to instil confidence and drive conversion.

•Range price-marked packs where possible.

Maximise your World Foods Space!

With over 10,000 products in stock and 50+ years experience, Wanis International Foods is the onestop for all of your World Foods needs. Get in touch for a free Cash & Carry Management World Foods Planogram or ask about a no-obligation personalised consultation for your shop.